Part Two of two
Understand your result. Decide where to focus.
Already taken the 4R Commercial Compass? Bring your result with you.
Your result card from Part One
- My score
- My profile
- Right People
- Right Reason
- Right Time
- Right Results
Copy this card into page 3 of the Guide.
Have your result card beside you: your score, your profile, your four R scores and your priority. The Guide starts by asking for exactly those.
Open the Commercial Compass GuideA fillable PDF. Complete it on screen and save your answers as you go, or print it and use a pen.
Haven't taken it yet? Start with Part One.
Find your direction with the 4R Commercial Compass.
The Guide builds on your Compass result. Without it, the scores and profiles won't mean much. It takes two minutes, and there's no email address required.
Take the 4R Commercial CompassYour priority is a place to look, not a prescription.
The 4R Commercial Compass doesn't assume that a Right People priority means you need more marketing, or that Right Results automatically means sales training. It gives you somewhere useful to start. The Commercial Compass Guide helps you add the context before you decide what to change.
Your score tells you where to look. This is where you look.
The Compass is quick on purpose. Twelve statements, two minutes, what's true right now. The Guide deliberately slows you down.
Where the Compass says: "We notice signals that tell us when it is worth starting or restarting a conversation."
The Guide asks: Which signals do I actually notice? Which do I miss? Where am I following my timetable rather than theirs?
One route through, ending with your Focus Card
- Bring your result. Copy your Result Card from Part One.
- Find your True North. Value, Joy and Profit: what you're steering towards, so any change points the right way.
- Look closely at your priority. Complete the page for your lowest-scoring R. You don't need to do all four.
- See where it shows up. Walk the 7 stages from Visibility to Revenue and notice where things stall.
- Decide where to focus. One change, checked against the 4R Formula, and what you're parking for now.
- Leave with your Focus Card. Your priority, what you can see more clearly now, the one thing you're going to change, what you're parking for now, how you'll know it's making a difference, and when you'll take the Compass again.
Around 45 minutes. It works alone, and even better with a colleague who has taken the Compass too.
Support that fits your priority
Most of what's on your Focus Card you can act on yourself. Support makes sense when the same thing keeps happening, or when you can see the priority but not the route through it.
Right People
You're struggling to define or reach the right audience, your marketing is attracting the wrong enquiries, or you're spreading your effort across too many people, platforms or activities.
Relevant support could include Marketing Consultancy, Managed Marketing, LinkedIn Managed Services or LinkedIn Training.
Right Reason
You're visible but difficult to explain or recommend, spend too much time explaining what you do, or your marketing and sales messages aren't creating recognition, relevance and trust.
Relevant support could include Marketing Consultancy, Commercial Conversations Training, LinkedIn Training, Managed Marketing or LinkedIn Managed Services.
Right Time
You're meeting the right people but opportunities keep going quiet, follow-up is inconsistent, relationships aren't being developed, or existing customers could buy more but the conversations aren't happening.
Relevant support could include Commercial Conversations Training, Telesales Training, LinkedIn Training, LinkedIn Managed Services or Marketing Consultancy.
Right Results
Activity looks healthy but isn't producing enough commercial return, your team struggles to progress conversations, or existing customer relationships aren't developing into further opportunity.
Relevant support could include Commercial Sales Training for Teams, Commercial Conversations Workshops, Telesales Training, Marketing Consultancy and, when appropriate, coaching.
It depends... on you.
Your Commercial Compass has given you a direction. Your Guide has helped you decide where to focus.
What happens next depends on what you do with it.
Make the change. Notice what happens. Measure what matters to you. Then take the Compass again and see whether anything has moved.
You may be perfectly capable of doing that yourself.
If you're not making the progress you want, that's when a conversation might help.
Bring your result and your Focus Card. We won't need to start from scratch.
Talk to Wendy about my result Take the 4R Commercial Compass again
The Commercial Compass Guide is Part Two of a Konpasu method built on the 4R Formula and The Konpasu Way's seven-stage journey. Read the thinking behind it